Is Your Sales Process a Help or a Hindrance?
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.
How the Planning Fallacy Can Make or Break a Deal
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
Ditching the ’Itch to Pitch’
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in complex B2B sales environments often find themselves having to make a large number of contact attempts in order to get a single new conversation started.
7 Ways to Develop Managers into World Class Sales Coaches
Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.
Going Through The Motions Or Doing The Work?
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.
What Is Anchoring Bias and What Do Salespeople Need to Know about It?
Have you ever watched a home shopping network? I don’t have a lot of time to sit around watching other people hawk made-for-TV items, but I find it fascinating that these are such effective sales tools.
